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B2B Sales

Account Executive

AE, closer
Definition
An Account Executive (AE) is a salesperson responsible for taking qualified opportunities through to a signed deal and owning the relationship with new customers.

What does an Account Executive do?

The AE takes over once a meeting is booked and qualified. Typical tasks are discovery, demos and presentations, proposals, negotiation and closing. Many AEs also own the first months of the customer relationship.

AE vs. SDR

In a split sales model, Sales Development Representatives (SDRs) generate and qualify meetings, while AEs convert them into revenue. Splitting the roles lets each person focus on what they do best.

How AEs are measured

  • Quota attainment
  • Pipeline coverage
  • Average deal size

How VAEKST can help

Need more people who can close? With B2B sales from VAEKST, you get experienced closers who take deals all the way. Book a meeting to talk it through with one of our growth experts.

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Related terms

Quota Attainment

Quota attainment is the percentage of a sales target that a salesperson or team actually achieves in a given period.

Pipeline Coverage

Pipeline coverage is the ratio between open pipeline value and the sales target for the same period, showing whether there is enough pipeline to hit the number.

Hunter vs. Farmer

Hunter vs. farmer describes two sales roles: hunters win new customers, while farmers grow and retain existing accounts.
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